Shared Cognition as a Product of, and Precursor to, Shared Identity in Negotiations

Abstract

Three studies examined the hypothesis that shared cognition and group identification can be each other's catalysts as well as driving forces behind multiparty negotiation outcomes that might not otherwise be realized. Experiment 1 demonstrates that clear links exist between communication, the development of shared cognition and group identification, and integrative outcomes. The subsequent experiments isolated the causal directions of these links. Experiment 2 showed that stronger group identification before interaction was associated with the development of shared cognition in a subsequent phase of negotiation, which then increased the attainment of integrative outcomes. Conversely, a direct manipulation of shared cognition in Experiment 3 resulted in stronger identification during negotiation, which then led to more integrative outcomes. Thus, we find support for the theoretical claim that group identification can be both the product of, and precursor to, the development of shared cognition, with communication functioning as the interface between the two.

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